“The most basic strategy for reducing sticker shock is to introduce the highest price option first and work your way down, making the price of what you were really looking to sell in the first place seem reasonable in comparison. But make sure you are talking to your ideal prospects/customers and that they have money to spend.” Sidney Biddle Barrows
In the digital marketplace, consumers have more options than ever. Therefore, the quality of your product description may mean the difference between you making or losing a sale. After all, compelling product descriptions help drive customers to purchase. They illustrate how a product fulfills their needs or wants and minimizes the need to seek more […]
The personal appearance of you, the business owner, and your employees – clothing and grooming – is a very significant element of physical choreography and has a huge influence on how your clients, patients and prospects perceive your business.
Because appearance is such a personal issue, many business owners are reluctant to set and enforce standards of dress and grooming. This is a huge mistake, considering how strongly personal appearance influences customers. I find this to be one of the most difficult reforms my clients have to deal with, and they very often leave […]
“Adding value to what you sell or do, by providing your customer with an ‘Experience,’ is the key to differentiating yourself from your competition. Businesses that create a meaningful or memorable experience for their customers can command premium prices and inspire a very high degree of customer loyalty.” Sidney Biddle Barrows
“If there is even a modest possibility an ‘adverse event’ might occur, make it very clear you have a Plan B and what the customer can expect you to do about the situation if it occurs. This is an example of a damaging admission that can work in your favor; use it as a guarantee.” (Sidney Biddle Barrows)
“You need to be aware of what potential customers fear their experience might be like, both during the buying process as well as during the course of the service or once they receive and use the product. When you know what those fears are, you can allay them by building in reassurances during the sales process.” Sidney Biddle Barrows
You are leaving money on the table if you do not offer a premium-priced version of your product or service.
You don’t necessarily need to create a whole new product or service; just come up with something you could add to what you’re already offering: more personalized follow up or customer service, ancillary products that complement the regular product, a special phone number with a dedicated person who will respond immediately to their call, an […]